Ever wonder why some agents crush listing appointments while others crash and burn?

In this episode, Chris Cook sits down with 38-year real estate veteran Shawn Whelan for a no-nonsense conversation about mastering the fundamentals of sales, specially the oft-misunderstood power of scripts.

They unpack why most agents fail to use scripts effectively, how internalizing your dialogues changes everything, and why chasing shiny objects won't build your business.

Listen For

3:59 What Happens When You Knock on Doors for 30 Days Straight?

6:36 Why Do Real Estate Scripts Sound So Robotic at First?

13:11 Are Your Sellers Practicing Their Objections Before You Arrive?

17:00 How Long Should a Cold Call Last to Actually Get an Appointment?

25:24 Why Is Practicing Scripts More Important Than Chasing Leads?

Connect with guest: Shawn Whelan

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Connect with Chris:

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Sometimes it’s easier to give new birth than drag around the dead”—that’s just one of the many memorable one-liners Dan Railey drops in this episode.

Chris Cook sits down with his longtime mentor to discuss sales discipline, hiring the right people, overcoming objections, and keeping your energy high.

Dan shares his proven “sales matrix,” why athletes make the best salespeople, and how relationships, brand, and community involvement keep the pipeline full.

Packed with humor, stories (including golfing with Michael Jordan), and hard-earned advice, this episode delivers timeless principles any real estate or sales professional can use to build long-term success.

Listen for:

5:16 The 100-Call Matrix: Turning Effort Into Predictable Results

11:30 The Pipeline Compounds: Growth Even Without Getting Better

15:47 Repeat Business is Hidden Gold

23:25 Relocation Opportunities as a Lead Source

37:16 Overcoming Every Objection in Sales

Guest: Dan Railey

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Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark®

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"Want to wow your clients without even trying?"

Chris Cook dives into the secret sauce behind consistent, scalable, and client-pleasing real estate operations: standard operating procedures (SOPs).

From a last-minute scramble caused by not having proper systems in place to a passionate breakdown of how SOPs transform a chaotic business into a flourishing one.

He shares how he segments his business, empowers his team, avoids repeated mistakes, and elevates client experiences — all through clear, intentional documentation.

Listen for:

1:13 Repeat-Proof Your Business

4:35 SOPs by Business Segment

6:15 The Art of Exceeding Expectations with SOPs

8:52 Automate, Delegate, and Scale with Confidence

Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark®

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